1. The EIBTM® and IBTM® trademarks are owned and protected by Elsevier Properties SA and Reed Exhibitions Limited uses such trademark under licence. Hosted Buyer® is a registered trademark of Reed Exhibitions Limited. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc. Organised by Knowledge Programme sponsored by Learning to Speak the Language of Leaders: Attitude Is Everything, but Behaviour Is the Key

2. Personality DNA Behavioural Flexibility

3. LEAD – Preferences –Explanation of Model –Awareness of other styles –My Style, their Style – what to do? –Do’s and Don’ts with stakeholders –Group discussion on how to take forward... –Diagnostic availability

4. What is really going to happen....? We will:  Go through the session in a logical, structured way that follows a high quality researched process that we know works  Show how to get results more quickly  Maintain, develop and enhance relationships and be happier!  Provide options and creativity to allow for individual differences, and do something that is new, exciting and have fun doing it

5. Thought-full Talk-Full People Task Personality DNA – The 4 Major Sectors Logical Direct Energetic Focussed Driven Impatient Demanding Insensitive Arrogant Bully Controlling Show Off Ruthless Methodical Objective Cautious Principled Process Driven Analysis Cold Slow Nit-picking Rigid Bureaucratic Obsessive Inconsistent Aimless Unprincipled Disorganised Theoretical ‘Tigger’ like Submissive Self-effacing Gullible Emotional Smothering Stubborn Flexible Adaptable Innovative Creative Curious Visionary Inclusive Cooperative Helpful Caring Kind Trusting Empathy Action Difference

6. Logical Methodical Objective Cautious Principled Process Driven Analysis Cold Slow Nit-picking Rigid Bureaucratic Obsessive

7. Submissive Self-effacing Gullible Emotional Smothering Stubborn Inclusive Cooperative Helpful Caring Kind Trusting Empathy

8. Direct Energetic Focussed Driven Impatient Demanding Insensitive Arrogant Bully Controlling Show Off Ruthless Action

9. Inconsistent Aimless Unprincipled Disorganised Theoretical ‘Tigger’ like Flexible Adaptable Innovative Creative Curious Visionary Difference

10. Logical Methodical Objective Cautious Principled Process Driven Analysis Cold Slow Nit-picking Rigid Bureaucratic Obsessive

11. Submissive Self-effacing Gullible Emotional Smothering Stubborn Inclusive Cooperative Helpful Caring Kind Trusting Empathy

12. Direct Energetic Focussed Driven Impatient Demanding Insensitive Arrogant Bully Controlling Show Off Ruthless Action

13. Inconsistent Aimless Unprincipled Disorganised Theoretical ‘Tigger’ like Flexible Adaptable Innovative Creative Curious Visionary Difference

14. Q. How do you know what a person’s preference are if you have never met them? A.Ask somebody who knows them, give them the questionnaire (!) and/or ask them the following questions (and REALLY listen to the answer) When we meet how long do we have? Do you need any information before we meet? What outcomes would you like to achieve from our meeting? What if you have never met?

15. What is really going to happen....? We will:  Go through the session in a logical, structured way that follows a high quality researched process that we know works  Show how to get results more quickly  Maintain, develop and enhance relationships and be happier!  Provide options and creativity to allow for individual differences, and do something that is new, exciting and have fun doing it

16. Having thought of that stakeholder – Identify their preference Have a quick read of their page Chat to your neighbour who is thinking of the same quadrant Start to think/plan/decide/commit to what you will do the next time your stakeholder

17. What Questions do you have… David Bancroft-Turner Matrix Training and Coaching Ltd www.matrixtc.com

18. The EIBTM® and IBTM® trademarks are owned and protected by Elsevier Properties SA and Reed Exhibitions Limited uses such trademark under licence. Hosted Buyer® is a registered trademark of Reed Exhibitions Limited. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc. Reed Travel Exhibitions® is a registered trademark of Reed Elsevier Group Plc. Organised by We’d like to thank our kind sponsors! Official AV Partner Knowledge video partner Post show survey Online certification portal CEU verification